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Capture plans are only useful if people use them

March 16, 2026 | Comic

A capture plan collecting dust is like a recipe taped to the fridge while you order DoorDash.

We build them, feel productive, and never open them again.

A capture plan only works if it drives daily behavior. 

Who did we talk to? 

What did we learn? 

What shifted?

If it’s not being updated, it’s not a plan. It’s a wish list with a cover page.

Work the plan or delete it. One of those two options wins.

Stay strategic.


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MYTH: If I had a GSA Schedule, I’d start winning contracts immediately.

FACT: Thousands of companies hold a GSA Schedule and generate zero revenue from it each year. A Schedule is a contracting vehicle. It still requires targeting, positioning, and active selling.